SELLINGLUMBER 327 



also another agency equally as effective, and that is the lumber 

 salesmen. If all of them in the United States, in their daily con- 

 tact with the dealers and consumers of wood, would preach the 

 gospel of "wood where wood is best," and back it up by sane, How to Offset 

 authoritative facts, the result, not only in the increase in the use Substitutes 

 of wood, but also in fostering a favorable public attitude, would 

 be beyond conception, and the value of the salesmen to the indus- 

 try would be increased many fold. 



Association Publicity as a 

 Lumber Salesman 



By W. J. Ferry 



Advertising Manager, Southern Pine Association 



Kansas City, Mo. 



Among the forces that have to do with the manufacture 

 and distribution of Southern Yellow Pine the two that should be 

 allied most intimately are the sales departments of the various 

 subscribers to the Southern Pine Association and the Association's 

 advertising department. Their interests are identical, their activi- 

 ties are along the same general lines they are, in effect, one. 

 While the Association's advertising department is not seeking to 

 push the product of any one lumber manufacturer, the department 

 in a general way is engaged in precisely the same work that en- 

 gages the talents of each of you gentlemen it is striving with 

 all its v might and main to sell Southern Yellow Pine. Therefore, the 

 more harmoniously we can work together the advertising depart- 

 ment in stimulating the demand for Southern Yellow Pine and you Sales and 

 gentlemen in satisfying that demand the more effective results Department 

 will be. The Association advertising department is an advance Allies 

 agent for you, intent upon arousing interest in your product, empha- 

 sizing its good points,, suggesting new uses for it, paving the way 

 for you and your order book. % Of all the activities of the Southern 

 Pine Association, none is so directly important to you as the work 

 of the advertising department. That being true, it may not be 

 amiss to give you some brief outline of what that department has 

 done, what it is doing and what it plans to do to promote a larger 

 use of Southern Yellow Pine. 



